Dale Carnegie died in 1955 — but the modern small-business owner can still learn a lot from his famous book, How to Win Friends and Influence People.
Carnegie knew how to sell, writes Tim Parker at the Intuit business blog. Parker details nine sales tips based on Carnegie’s principles. Among them:
• Smile. Carnegie called it “a simple way to make a good first impression.”
• Listen. Customers and clients want to hear what you have to say, but they want you to hear what they have to say first.
• Arouse an “eager want.” If you own a bait store, understand that customers do not desire night crawlers; they desire catching fish.
• Use names. Learn the names of your employees, your customers, and your prospects as they enter your sphere of business.
• Let customers sell to themselves. In general, people do not like to be told what to do or what to buy.